This document discusses how introverts can leverage their strengths in business development roles, which are traditionally seen as extroverted. It dispels myths that introverts are shy, timid, or don't like people. Introverts prefer one-on-one relationships, research, and consultative selling over large networking events and presentations. While networking events can be draining for introverts, the document provides tips for introverts to play to their strengths like emphasizing research and finding extroverted allies. It also advises managers to not overemphasize networking and ensure introverts' voices are heard.

1. Business Development as an
Introvert: Leveraging the strengths of an
introvert in a traditionally extroverted
profession
JENNY COUCH
PROVIDGE CONSULTING
DECEMBER 15, 2015

2. Myths about introversion
 Shy
 Afraid of public speaking
 Timid
 Don’t participate
 Struggles to work well with others
 Don’t like to talk
 Don’t like people

3. What Does an Introvert Actually Look
Like?
 Merriam-Webster, “The act of directing one’s attention toward or getting gratification
from one’s interests, thoughts, and feelings.”
 Spending time with people is a drain on introverts’ inner battery. Introverts need time
alone to recharge.
 Frequent characteristics:
 Prefer writing to talking
 Enjoy research and other individual tasks
 Often have difficulty saying no, or seeking help
 Great listener
 Natural problem-solver

4. An Introvert in a Business Development
Role
 Areas of Strength
 Developing one-on-one relationship
 Crafting poignant messages
 Consultative selling
 Research
 Areas of Struggle
 Large and frequent networking events
 Big presentations
 Cold-calling

5. Statistics of Note…
 One-third to one-half of Americans are introverts
 4 out of 5 introverts say extroverts are more likely to get ahead
 40% of well-known executives identify as introverts including: Bill Gates, Larry
Page, Steve Wozniak, and Warren Buffet
The Extrovert Ideal – the omnipresent
belief that the ideal self is gregarious,
alpha, and comfortable in the spotlight.
Susan Cain, Author of Quiet: The Power of
Introverts in a World That Can’t Stop Talking

6. Business Development as an Introvert
 Practice, practice, practice
 Prepare
 Arrive early
 Set mini-goals for yourself at networking events
 Play to your areas of strength
 Emphasize research
 Leverage social networking
 Focus on consultative selling
 Avoid open office environments
 Supplement areas of struggle Understand your limits
 Step away from your comfort zone when needed
 Seek out extroverted allies

7. How to Effectively Manage Introverts
 Don’t overemphasize networking
 Make sure introverted employees get help when needed
 Match their skills to a well-designed role with appropriate metrics, etc.
 Ensure introverted leaders have their voices heard
 Don’t force them to work in environments that are not conducive to their working
style
 Recognize their successes (with warning)
“Everybody is a genius. But if you judge a fish by its ability to
climb a tree, it will live it’s whole life believing that it is
stupid.” – Albert Einstein